The First Move

"e;Time management is essential for successful negotiations. This book helps you do first things first."e; Jeanne Brett, DeWitt W. Buchanan,Jr. Professor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center "e;This book brings a breakthrough method to lead efficient negotiations."e; Yann Duzert, Professor, Foundation Getulio Vargas, Brazil "e;Even if you only implement 5% of this method, your clients will find you more attentive to their needs."e; John Wong, Senior Partner, The Boston Consulting Group, Hong Kong Office "e;A one-of-a-kind and most welcome companion for negotiators. It offers a learner-friendly distillation of tested ideas and good practices."e; Pierre Debaty, Head of the Brussels Training Office, European Parliament "e;Drawing on their extensive experience in over 50 countries, the authors provide the best of Anglo-Saxon and continental Europe negotiation approaches."e; AJR Groom, University of Kent at Canterbury "e;Whether you negotiate abroad or in your home country, this book is a must."e; Tetsushi Okumura, Professor, Nagoya City University, Graduate School of Economics "e;Many former enemies started thinking and acting differently after having integrated the principles of this book."e; Howard Wolpe, Special Advisor to the Africa Great Lakes region, former Member of US Congress "e;This negotiation method makes a difference for business and government leaders, who want to act more responsibly."e; Theo Panayotou, Professor, Cyprus International Institute for Management & Harvard Kennedy School of Government

"Time management is essential for successful negotiations. Thisbook helps you do first things first."Jeanne Brett, DeWitt W. Buchanan,Jr. Professor ofDispute Resolution and Organizations, Kellogg School of Managementand Director of the Dispute Resolution Research Center"This book brings a breakthrough method to lead efficientnegotiations."Yann Duzert, Professor, Foundation Getulio VargasBrazil"Even if you only implement 5% of this method, your clients willfind you more attentive to their needs."John Wong, Senior Partner, The Boston Consulting GroupHong Kong Office"A one-of-a-kind and most welcome companion for negotiators. Itoffers a learner-friendly distillation of tested ideas and goodpractices."Pierre Debaty, Head of the Brussels Training OfficeEuropean Parliament"Drawing on their extensive experience in over 50 countries, theauthors provide the best of Anglo-Saxon and continental Europenegotiation approaches."AJR Groom, University of Kent at Canterbury"Whether you negotiate abroad or in your home country, this bookis a must."Tetsushi Okumura, Professor, Nagoya City UniversityGraduate School of Economics"Many former enemies started thinking and acting differentlyafter having integrated the principles of this book."Howard Wolpe, Special Advisor to the Africa Great Lakesregion, former Member of US Congress"This negotiation method makes a difference for business andgovernment leaders, who want to act more responsibly."Theo Panayotou, Professor, Cyprus International Institutefor Management & Harvard Kennedy School of Government

Acknowledgements viiIntroduction Experimenting with a Renewed Method before Resorting to Old Reflexes 1How to develop relevant responses for negotiationChapter 1 Questioning before Negotiating 11How to move beyond an instinctive approachChapter 2 Preparing Negotiations before Performing 29How to plan for process, problems, and peopleChapter 3 Doing the Essential before the Obvious 59How to deal with the processChapter 4 Optimising Joint Value before Dividing It 89How to deal with the problemChapter 5 Listening before Speaking 119How to deal with people (1) - active communicationChapter 6 Acknowledging Emotions before Problem-Solving 153How to deal with people (2) - the challengesChapter 7 Deepening the Method before Facing Complexity 177How to manage negotiations in multilevel, multilateral and multicultural contextsChapter 8 Formalising the Agreement before Concluding 207How to reap the benefits of negotiationConclusion Personalising your Theory before Practicing 219How to continue to improve your negotiation skillsBibliography 229To Go Further 235Essec IreneNegotiators of the WorldAbout the Authors 237References 239Index 245